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WW Channel Sales Manager – Cloud Video Services

About Us

Television today spans far beyond the traditional TV set. It’s the last few seconds of a basketball game streamed to your iPhone –and all of season two on your tablet. A leading video platform company, IBM Cloud Video enables TV networks, cable providers, and studios to offer video across screens. A highly strategic and growing area within IBM, the cloud video unit is a nimble, startup like business within one of the largest, most powerful companies in the world. We offer our employees the benefits of a large company (access to tools and resources that meet their career goals and interests, the ability to work with engaged peers across the world, excellent compensation and benefits) while ensuring that we keep our core traits as a start-up: flexibility and ingenuity. Our vision is truly unique and we are adding to our team! Please apply to IBM Cloud Video openings at:

The Role

IBM has recently announced a new Cloud Video Services Business Unit which includes the new acquisitions Clearleap and Ustream. Television today spans far beyond the traditional TV set. It’s the last few seconds of a basketball game streamed to your iPhone – and all of season two on your tablet. The Clearleap platform as a service allows TV networks, cable and satellite providers, and major studios to offer video on tablets, smart phones, connected TVs and PCs. Ustream is a leading provider of live and on-demand video solutions providing a cloud-based platform that empowers organizations to be more transparent and productive by combining high-quality video streaming, enterprise-grade security, and scalability to reach millions of viewers. Together, these solutions provide the core of our IBM Cloud Video Offerings.

Link to apply:

The IBM Cloud Video Services WW channel sales manager is responsible for driving the channel sales program for Cloud Video worldwide. That includes, but is not limited to:

  • Developing and driving  the worldwide Cloud Video channel sales in congruence with overall  business unit’s go to market strategy
  • Driving execution of the channel plan across IBM’s geographies which includes business partner recruitment, enablement, go-to-market programs, and sales execution
  • Managing prioritization of channel resources across the geographies where applicable.
  • Engaging and leveraging IBM channel resources to drive Cloud Video business partner sales
  • Establishing and Managing the Cloud Video Services channel strategy, program, and execution requirements.
  • Driving a worldwide channel sales cadence and rolling it up to Cloud Video sales management
  • Engaging adjacent IBM areas (e.g.,  Cleversafe, Aspera, Box, etc) to build collaborative channel plays to facilitate Cloud Video partner recruitment and sales
  • Leveraging IBM PartnerWorld and Cloud Channels to drive programmatic partner programs

The successful WW Channel Sales Manager is an experienced, proactive leader who can understand and anticipate the needs of the Cloud Video business. The candidate needs to be a strategic thinker that can make informed decisions and execute to achieve business goals.

Experience / Skills Required
  • Video industry experience and accompanying video industry technical knowledge
  • 8 years experience in Channel Sales, demonstrated by leadership skills in a regional or global role
  • Must have market relevance and ability to work in a fast pace environment
  • 5 - 7 years of proven track record in presentations and ability to articulate complex concepts to cross-functional audiences including C-level business executives
  • Demonstrated recruiting, enabling and selling with partners and/or consultants
  • Ability to learn/acquire sales skills in IBM Cloud Video for engagement with partners and consultants - quick learner
Additional Preffered Skills and Experience
  • Demonstrated knowledge & experience with IBM's partner programs for resellers and consultants
  • Demonstrated recruiting, enabling and selling with partners and/or consultants
  • Experience with IBM's certification program for partner sales & sales technical certifications
  • Demonstrated knowledge & experience with IBM's Incentive/Resale program participation options for partners (SaaS referral incentive, SaaS solution provider, Embedded Solution Agreement, MSP/CSP, ISVs, etc)
  • Competitive salaries
  • Company subsidized medical, dental, and vision coverage
  • Life, short term and long term disability insurance
  • 401(k) and stock purchase programs
  • 15 days of vacation in the first year
  • 10 paid holidays and 2 floating days
  • Free lunch Wednesdays
  • Free snacks and drinks, including soda fountain
  • Onsite gym and showers
  • 3 scooters, 2 ping pong tables, 1 foosball table, and corn hole!
  • Regular fantasy sports leagues and quarterly cooking competitions (with prizes!)

We offer a flexible, exciting, and entrepreneurial work environment and look forward to you joining our team!

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